Sales Cycle Improvement

One of my focuses at Green Charge was to look for inefficiencies within our sales cycle and implement change towards improvement. Using data obtained from our Salesforce, I noticed that a large number of our deals leaving the “analysis” stage would come back as disqualified, which results in wasted times and resources. Doing a root cause analysis, I was able to pinpoint our qualification parameters as the root cause. While collaborating with our Analyst team, and using historical data of past projects that were successful, I revised our minimum qualification parameters to dramatically decrease the number of disqualified projects going through our pipeline.